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The Best Sales Books: An Ultimate List

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Here at LeadFuze, one of our core values is "Thirst for Knowledge."

This means we give all employees a Kindle and a book stipend. They don't have to read sales books, but we strong encourage it.

The sales industry has seen some epic transformations in the last few years due to the explosion of technological advancements.

We’re trying to keep up with all of the changes but it often feels like we are three steps behind. Thankfully, there are authors out there desperately trying to make sense of the countless opportunities at our disposal and distill these into understandable sections.

The following sales books have made our must read list.

Publicada em: Vendas
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The Best Sales Books: An Ultimate List

  1. 1. The Best Sales Books: An Ultimate List (Recently Updated!)
  2. 2. Lead Generation Books
  3. 3. Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline Authors: ◦ Marylou Tyler is Founder of Strategic Pipeline, a Fortune 1000 outbound sales process improvement consulting group. She’s also the co-author of the #1 Bestseller Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com. ◦ Jeremey Donovan is Head of Sales Strategy at Gerson Lehrman Group (GLG), the world’s largest membership network for one-on-one professional learning. Jeremey is the author of five books including the international public speaking bestseller “How to Deliver a TED Talk.”
  4. 4. High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results Author: ◦ Mark Hunter - With an extensive background in sales and marketing for Fortune 100 companies, Mark Hunter “The Sales Hunter” left his corporate role in 1998 to show companies and salespeople how to maximize profits by prospecting more effectively. Mark is known for his high-energy fast paced presentations full of proven strategies to build the business.
  5. 5. Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com Authors: ◦ Aaron Ross cofounded PredictableRevenue.com, a software & consulting company that accelerates outbound sales, based on the Cold Calling 2.0 outbound process that added $100M+ in extra revenue at Salesforce.com. ◦ Marylou Tyler is Founder of Strategic Pipeline, a Fortune 1000 outbound sales process improvement consulting group. She’s also the co-author of the #1 Bestseller Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com.
  6. 6. Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling Author: ◦ Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Through his companies —Sales Gravy, Channel EQ, Level 4 Training, and Innovate HCG—Jeb advises many of the world’s leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management.
  7. 7. Sales Process Books
  8. 8. Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling Author: ◦ Art Sobczak - Since forming his company, Business By Phone Inc. in 1983, Art has helped hundreds of thousands of salespeople–and those who might not have considered themselves being in sales–to generate untold millions of dollars and extraordinary success by saying and doing the right things by phone using conversational, common- sense, non-salesy processes and techniques.
  9. 9. Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal Author: ◦ Oren Klaff - With securities markets experience in capital raising advisory leadership, Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital raising platform (retail and wholesale distribution), business and product development. Oren co-developed and oversees Intersection Capital’s flagship product, Velocity™. Oren is a member of Geyser Holding’s investment committee where he has been a principal since 2006. During its growth he was responsible for sales, marketing, branding, product development, and business development.
  10. 10. Hacking Sales: The Playbook for Building a High-Velocity Sales Machine Author: ◦ Max Altschuler has been an entrepreneur his whole life and learned sales at an early age from his father, David, who was a pioneering Certified Financial Planner. His entrepreneurial journey led him to San Francisco to work for an online education company called Udemy, in which he was the first sales hire and built the process that launched the Instructor side of the marketplace. Udemy recently raised a $32 million dollar series C round of funding with a valuation of hundreds of millions. He started Sales Hacker, Inc. to help other startups with fewer resources to sell their products and services to large corporations.
  11. 11. The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies Author: ◦ The late Chet Holmes is an acclaimed corporate trainer, strategic mastermind, business growth expert, and lecturer. His nearly one thousand clients have included major companies like Pacific Bell, NBC, Citibank, Warner Bros., GNC, Wells Fargo, Estee Lauder, Merrill Lynch, and W. R. Grace, as well as small businesses of every kind. Holmes has also designed hundreds of advertising campaigns and sales systems for hundreds of industries.
  12. 12. The Sales Bible: The Ultimate Sales Resource, Revised Edition Author: ◦ Jeffrey Gitomer - Beginning his career as an entrepreneur selling and cold calling in Manhattan, Jeffrey spent his formative years making million dollar sales against all odds. Jeffrey is a writer, a speaker, a traveler, a collector and a person who loves to serve. For the past 25 years, Jeffrey Gitomer has been the acknowledged King of Sales. He is the author of the Little Red Book of Selling – the best-selling sales book of ALL time. And a world- renowned author of 12 additional titles. He has spoken to corporate 100 companies across the globe, and helped hundreds of thousands of salespeople reach their true sales potential. Jeffrey is a member of the Speakers Hall of Fame.
  13. 13. The 10X Rule: The Only Difference Between Success and Failure Author: ◦ Grant Cardone is a New York Times bestselling author and an internationally renowned speaker on leadership, real estate investing, entrepreneurship, and finance. His 5 privately held companies have annual revenues exceeding $100 million. As CEO of the #1 Sales Training Platform in the World, Cardone consults with Fortune 500 companies and customers such as Google, Northwestern Mutual, Morgan Stanley, and more. He’s a Top 5 Social Media Expert and one of the Top 10 Most Influential CEOs today. He is also the Executive Producer and star of two reality TV shows, and creator of the first online entrepreneur and business TV network, Grant Cardone TV.
  14. 14. How to Master the Art of Selling Author: ◦ Tom Hopkins - In 1976, Tom founded Tom Hopkins International, Inc., and dedicated his life and his company to teaching and inspiring others through his seminars, books, audio and video training programs. Today, over 35,000 corporations and millions of professional salespeople all over the world utilize his professional sales training materials.
  15. 15. How I Raised Myself from Failure to Success in Selling Author: ◦ Frank Bettger (1888-1981) was a salesman and self-help author. He played Major League baseball with the St. Louis Cardinals in 1910 under the name Frank Betcher. After his brief baseball career, Bettger returned to his native Philadelphia, where he started collecting accounts for a furniture store on a bike. He then started selling insurance, but was not successful and considered quitting after 10 months. Finally, Bettger succeeded and later became the author of the best-selling books How I Raised Myself from Failure to Success in Selling and How I Multiplied My Income and Happiness in Selling.
  16. 16. Account Management Books
  17. 17. The Trusted Advisor Authors: ◦ David H. Maister, one of the world’s leading authorities on the management of professional service firms, is the author of several successful books. ◦ Charles H. Green is founder and CEO of Trusted Advisor Associates – helping professionals become trusted advisors to their clients, and helping organizations create trustworthy leaders and teams. ◦ Robert Galford is a managing partner of the Center for Leading Organizations (CLO). He divides his time across teaching at Executive Education programs and working with senior executives at the world’s leading firms on the leadership issues that lie at the intersection of strategy and organization.
  18. 18. Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less Author: ◦ Dan Englander is a New York-based author and entrepreneur. As the first employee and Senior Account Manager, Dan helped launch IdeaRocket, the premier studio for high-quality animated explainer videos. He brought in business and managed productions for Fortune 500s and startups like Venmo. He’s the founder of Sales Schema, a site that helps companies win by melding sales and digital marketing. He’s the author of “Mastering Account Management” and other business books. In addition, he teaches high-level online courses on B2B sales and marketing.
  19. 19. Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue Authors: ◦ Nick Mehta thinks of his job as being like that of a head coach. He’s a big believer in the Golden Rule. Before coming to Gainsight, Nick was the CEO of LiveOffice through its acquisition by Symantec and prior to that was a Vice President at VERITAS Software and Symantec Corporation. ◦ Dan Steinman is Head of Gainsight EMEA – hiring for Sales and Customer Success. Recognized domain expert in Customer Success especially in a startup environment and in SaaS (Epiphany, NearbyNow, Mozes, Marketo). ◦ Lincoln Murphy - I’m passionate about helping companies achieve exponential growth by focusing on the customer. I’ve done this with more than 400 SaaS and enterprise software vendors over the last 10 years – from startups to major companies like SAP, HP Enterprise, and everything in between.
  20. 20. Sales Management Books
  21. 21. The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales Author: ◦ Trish Bertuzzi is President and Chief Strategist of The Bridge Group, Inc., an inside sales consulting and implementation firm. For more than two decades, she has promoted sales development and inside sales as a community, professional, and engine for revenue growth.
  22. 22. The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million Author: ◦ Mark Roberge served as HubSpot’s SVP of Worldwide Sales and Services from 2007 to 2013, scaling the customer base from 1 to over 12,000 and his staff from one to hundreds of employees. Mark holds an MBA from the MIT Sloan School of Management and an engineering degree from Lehigh University. He has been featured in The Wall Street Journal, Forbes Magazine, Inc Magazine, The Boston Globe, and Harvard Business Review. Mark is currently a Senior Lecturer at Harvard Business School.
  23. 23. Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team Author: ◦ Mike Weinberg is a consultant, coach, speaker, and best-selling author. His specialities are new business development and sales management, and he’s on a mission to simplify sales and create high-performance salespeople and sales teams. He works with companies in all industries ranging in size from a few million to many billions of dollars. Mike was the #1 producer in three different companies before launching his consulting practice, and he has been named a Top Sales Influencer by Forbes, OpenView Labs, and several other publications.
  24. 24. Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives Author: ◦ Keith Rosen has delivered his customized sales training programs & sales management training & coaching programs to hundreds of thousands of salespeople & managers, helping business leaders in practically every industry; on five continents & in over 50 countries. Keith is the CEO of Profit Builders, named one of the Best Sales Training & Coaching Companies worldwide for the last four consecutive years. Keith has written several bestsellers, including Own Your Day and the globally acclaimed, Coaching Salespeople into Sales Champions, used by the top global sales organizations & winner of Five International Best Book Awards, as well as the #1 best- selling sales management coaching book.
  25. 25. Sales Philosophy Books
  26. 26. SPIN selling Author: ◦ Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.
  27. 27. Selling to Big Companies Author: ◦ Jill Konrath is a globally recognized sales strategist, author and keynote speaker. With over 1/4 million LinkedIn followers and 140,000+ blog readers, her fresh strategies help sellers win more business in an ever-evolving sales world. The most recent challenge Jill has tackled is overwhelm. Every sales rep she talked to was crazy-busy, working non-stop. She felt the same way. Today, after several years of serious study, epic battles with deeply ingrained habits and personal experimentation, she’s a different person.
  28. 28. The Challenger Sale: Taking Control of the Customer Conversation Authors: ◦ Matt Dixon is Group Leader of the Financial Services and Customer Contact Practices of CEB (NYSE: CEB) in Arlington, VA. He is a sought-after speaker and advisor to corporate leadership teams around the world as well as a business writer. ◦ Brent Adamson is a sought-after speaker and facilitator, with more than 20 years of experience as a professional researcher, teacher and trainer. Brent facilitates a wide range of executive-level discussions around the world for Fortune 500/Global 1000 executives in sales, marketing, and customer service. In over 12 years at CEB, Brent has been privileged to work with some of the greatest thought leaders in B2B sales and marketing.
  29. 29. How to Win Friends and Influence People Author: ◦ Dale Carnegie was an American writer and lecturer and the developer of famous courses in self- improvement, salesmanship, corporate training, public speaking, and interpersonal skills. Born into poverty on a farm in Missouri, he was the author of How to Win Friends and Influence People (1936), a bestseller that remains popular today. He also wrote How to Stop Worrying and Start Living (1948), Lincoln the Unknown (1932), and several other books. One of the core ideas in his books is that it is possible to change other people’s behavior by changing one’s behavior toward them.
  30. 30. Little Red Book of Selling: 12.5 Principles of Sales Greatness Author: ◦ Jeffrey Gitomer - Beginning his career as an entrepreneur selling and cold calling in Manhattan, Jeffrey spent his formative years making million dollar sales against all odds. Jeffrey is a writer, a speaker, a traveler, a collector and a person who loves to serve. For the past 25 years, Jeffrey Gitomer has been the acknowledged King of Sales. He is the author of the Little Red Book of Selling – the best-selling sales book of ALL time. And a world-renowned author of 12 additional titles. He has spoken to corporate 100 companies across the globe, and helped hundreds of thousands of salespeople reach their true sales potential. Jeffrey is a member of the Speakers Hall of Fame.
  31. 31. Sales Communications Books
  32. 32. Influence: The Psychology of Persuasion, Revised Edition Author: ◦ Dr. Robert Cialdini - Harvard Business Review lists Dr. Cialdini’s research in “Breakthrough Ideas for Today’s Business Agenda.” Influence has been listed on the “New York Times Business Best Seller List.” Fortune Magazine lists Influence in their “75 Smartest Business Books.” CEO Read lists Influence in their “100 Best Business Books of All Time.” Dr. Robert Cialdini has spent his entire career researching the science of influence earning him an international reputation as an expert in the fields of persuasion, compliance, and negotiation. His books including, Influence, are the result of decades of peer-reviewed research on why people comply with requests. Influence has sold over 3 million copies, is a New York Times Bestseller and has been published in over 30 languages.
  33. 33. The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible Author: ◦ Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. Brian Tracy has consulted for more than 1,000 companies and addressed more than 5,000,000 people in 5,000 talks and seminars throughout the US, Canada and 55 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year. He has studied, researched, written and spoken for 30 years in the fields of economics, history, business, philosophy and psychology. He is the top selling author of over 45 books that have been translated into dozens of languages.
  34. 34. 7L: The Seven Levels of Communication: Go From Relationships to Referrals Author: ◦ Michael J. Maher is one of the hottest speakers in the country right now. Known as North America’s Most Referred Real Estate Professional, Michael owns one of the top real estate companies in Kansas City (Leawood, KS, USA). In just his third year of real estate, he netted one million dollars. He and his team have received over 500 referrals and averaged over 200 transactions per year for the last 8 years. His book (7L) The Seven Levels of Communication with the subtitle of “Go from Relationships to Referrals” has been on the National Best-seller List for OVER 600 DAYS.
  35. 35. To Sell Is Human: The Surprising Truth About Moving Others Author: ◦ Daniel H. Pink is the author of five provocative books about the changing world of work — including the long-running New York Times bestsellers, A Whole New Mind and Drive. His books have been translated into 34 languages and have sold more than 2 million copies worldwide. Pink’s latest book, To Sell is Human, is a #1 New York Times business bestseller, a #1 Wall Street Journal Business bestseller, and a #1 Washington Post nonfiction bestseller. In 2013, Thinkers 50 named him one of the top 15 business thinkers in the world. He serves on the board of directors and advisory boards of several non-profits and startup companies.

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